Establishing a Winning Team How to encourage top performance Development Contact
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You already have the best foundation for a winning team: YOU! Your determination to become a dynamic Sales Leader will fuel your personal earning opportunity to even greater success.
Development Contact 2: Overview and Benefits
Short-term dreams/goals
•L earn how to influence the performance of your Downline •L earn the 5 Winning Behaviors to succeed in Sales Leadership • Learn how to conduct Training Contact 2
Long-term dreams/goals
Table of Contents Business Review.......................................................... 2–7 Winning Behaviors and Training Contact 2.................... 8–18 Products....................................................................... 19 Understanding Reports................................................. 20–21 Goals and Calendar Planning........................................ 22–24
Did
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you know?
“Avon has given me the flexibility to take care of my four young children when they need me. It has provided a full-time income in part-time hours. All my dreams are coming true!”
—Rachel, Executive Unit Leader
Avon is the #1 Direct Selling Company, globally. Every single second of the day, a woman buys an Avon lipstick. 3
Congratulations on your achievements so far! Let’s see where we can work together to help you accomplish your goals and dreams.
What has been your proudest business accomplishment? Target title____________________ Target campaign____________________ Target Title Requirement
Last Campaign Results
How can I further support you?
Now that we have established where your business is, let’s talk about maximizing your rewards.
Variance to Achievement
SELL: Personal Sales SHARE: # of Representatives in 1st generation SHOW: # of Sales Leaders (indicate title) in 1st generation Total Unit Sales Estimated Earnings
Remember: accelerate your Sales Leadership performance by achieving Believe in Your Success rewards! Which activities have you conducted to develop your team? Prospecting Appointing of Representatives/Sales Leaders Training Contacts with Representatives Development Contacts with your Sales Leaders
Which Beauty of Knowledge (BOK) courses have you and your Downline taken?
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Maximize your rewards with Avon
Now is the time to be the best of the best, and watch your earnings multiply as you advance in title. Title
Average Sales Leader Earnings per Campaign
Unit Leader
$41*
Advanced Unit Leader
$235*
Executive Unit Leader
$921*
Senior Executive Unit Leader
$4,228*
Whether it is mentoring others in Sales Leadership or breaking records as a Top Seller, Avon rewards your hard work and productivity. From the list below, put an X in the boxes of the opportunities you are currently taking advantage of and put a 4 in the boxes of those you will add in the next 30 days. Avon Sales Leadership Earning Opportunities
Description
Profits from product sales
Up to 50% earnings from personal sales and e-sales
New Representative Earnings Offer
Guaranteed earnings on full commission products, during start-up period*, when orders are placed online
New product demonstration offers
Discount on new products in advance of introduction
Multiple demonstration product offers
Discount on bundled products
President’s Club rewards
ree products and exclusive benefits F for attaining membership
Bonuses
Variable rewards for meeting incentive requirements
Believe in Your Success Bonuses
Up to $150 for every new Recruit; up to $5,200 for advancing each 1st Generation Downline member and up to $5,200 for advancing yourself.*
1st generation earnings
Up to 12% earnings from Downline sales
“So many of my dreams have come true since I joined Avon. I’ve given my family the best of everything—education here and abroad, frequent travel, exclusive club memberships and prime real estate acquisitions. I also have the opportunity to give back to my community.”
2nd generation earnings
Up to 5% earnings from Downline sales
3rd generation earnings
Up to 2% earnings from Downline sales
Sales Leadership performance points
Bonus points to supplement personal sales requirement
Executive Cash Bonus
Up to $800 per month for developing EULs+**
*Average earnings per campaign from 2008. Your earnings and results may vary.
—Dulce, Senior Executive Unit Leader
* Within specified timeframes; must be AUL+ performing at title to earn the Believe in Advancing Your Downline bonuses. ** For SEULs only.
Help your team win by showing them the power of Avon’s Earning Opportunities. 6
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5 1 2 3 4 5
Winning Behaviors to succeed in Sales Leadership The behaviors listed below will help you succeed in your first 6 to 12 campaigns as a Sales Leader.
—Lisa, Executive Unit Leader
Prospect at least 3 new people every day
Appoint at least 3 new Representatives
every campaign
Train at least 12 new Representatives every campaign
Develop at least 1 new Sales Leader every campaign
Sell to at least 20 Customers every
campaign
Grow your team, and take the time to consistently inspire and train your Downline because you will benefit from their achievements too. That’s the key to establishing a winning sales team. 8
“Though it may be difficult at first, it is important to be able to find the balance between personal selling and practicing PATD with the team. I see that with this balance, my income increased when I made my first dream come true by achieving Unit Leader.”
Did
you know?
The top 10 AULs in the U.S. generate $11,153 in Unit Sales per campaign, with an average 1st Generation Downline of 44! Your individual results may vary.
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5 Winning Behaviors:
Prospect Today’s enthusiastic Recruits are tomorrow’s successful team Every day, around the world, emerging Avon Sales Leaders just like you are building a more profitable business through network marketing. You’ll discover that using Avon’s simple, proven method of Prospecting can rapidly improve your earnings and professional potential.
Your Prospecting Outlook Read the statements below and check the answer that best describes how you view Prospecting. Yes
Sometimes
No
Would you say Prospecting is always your first priority activity? o you feel comfortable asking an acquaintance or D friend for a referral? o you feel comfortable approaching a total stranger D for Prospecting and Appointing? Do you consistently follow up with Prospects? Do you believe every person you talk to can become interested in the Avon Earning Opportunity? Do you talk to at least 3 new people every day about the Avon Earning Opportunity? Do you consistently ask for referrals from Prospects who say no to the Avon Earning Opportunity? Do you discuss your Prospecting ideas and suggestions with your Upline? When an Appointment is canceled at the last minute, do you use that time for Prospecting? Do you keep yourself informed of market changes or growth in your area?
If you answered “Yes” to 6 or more questions, you have a positive attitude toward Prospecting. If you answered “Sometimes” to 6 or more questions, keep practicing and your confidence will soar. If you answered “No” to 6 or more questions, let’s schedule another Prospecting observation so you can become comfortable with Prospecting. 10
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5 Winning Behaviors:
Appoint & Train Appointing and Training are your foundation to building a profitable Sales Team
“My dreams have come true thanks to the correct application of PATD. When I appoint a new Representative, she becomes curious about Avon and really desires to sell. Ongoing interactive training is an essential tool for her continued development.” —Monica, Advanced Unit Leader
Based on research, the average order size, activity and retention of Representatives are consistently higher among those who: • e xperience more frequent contact with their Upline • receive higher level training • e xperience working with their Upline as their business partner Your earnings will increase with consistent Appointing and Training Contacts. Training Contacts
Suggested Timing
Approximate Time
Appointment & Training Contact 1 Say Hello to a new Tomorrow
At Time of Appointment
1 hour
Training Contact 2 Build a Beautiful Business
Prior to First Order
45 to 60 minutes
Training Contact 3 Realize a Promising Future
After Receipt of Third Order
45 to 60 minutes
Training Contact 4 Explore Your Full Potential
After Receipt of Fourth Order
45 to 60 minutes
Say Hello
ess usin g s ul B o u r e a rn in
What can you do to ensure you will have consistent and successful Training Contacts with your new Representatives?
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An additional way to learn how to conduct Appointment and Training Contact 1 (AT1) is to observe your Upline or District Sales Manager and practice. 13
Training Contact 2 Flow
5 Winning Behaviors:
Train
Build a Beautiful Business
Training Contact 2 teaches selling skills Each training contact follows 4 simple steps to ensure that new skills are learned and actions are taken to improve sales performance.
1. Opening Discuss selling experiences and leads generated since Appointment and Training Contact 1 Recognize accomplishments, answer questions Review Dreams and Goals 2. Demonstrate or explain the topics Importance of Customers Review Customer list – Power of 3 Basic selling skills Samples and brochures Order and delivery system Money management 3. Discuss 1 or 2 products How to use the product to expand Customer base Focus on the current brochure and new products I nform Representatives and encourage them to complete BOK Training courses 4. Set Goals and Targets Calendar with actions Introduce Sales Leadership and President’s Recognition programs Reinforce Goals and Dreams Schedule time for Training Contact 3 Lead generation Invite to Avon Opportunity Meeting (AOM)
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1
2
3
4
Opening
Demonstrate or explain the topics
Discuss 1 or 2 products
Set Goals and Targets
Build a Beautiful Business Successful selling skills to increase your earnings Tr a i n i n g C o n t a c t
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5 Winning Behaviors:
Develop Be as successful as YOU want to be Investing time in your own development will give you amazing financial and professional growth to Unit Leader, Advanced Unit Leader and beyond. Build a Fabulous Foundation How to be a Successful Sales Leader Development Contact
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Establishing a Winning Team How to encourage top performance Development Contact
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You will learn how to conduct Development contacts with your Downline as soon as you have identified a prospective Sales Leader from your team.
Strengthening Your Team’s Performance How to develop your team
Development Contact
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Gaining Momentum with your Team How to energize team teamD e v e l o p m e n t C o n t a c t Line upyour your Building a great sales team Development Contact
4 2
FPO: For Position Only, Layout, art, and copy will change
Development Contact 1 Build a Fabulous Foundation
Establishing a Winning Team
Development Contact 3
Development Contact 4
Suggested Timing
Suggested Timing
Strengthening your Team’s Performance Suggested Timing
Within 1 to 2 weeks after Representative submits contract for first Recruit*
Within 2 weeks after Development Contact 1 Field Observation
Within 2 weeks after achievement of Unit Leader status*
Within 2 to 4 weeks after Development Contact 3 Field Observation
Field Observation
Field Observation
Field Observation
Field Observation
Within 2 weeks after Development Contact 1
Within 2 weeks after Development Contact 2
Within 2 weeks after Development Contact 3
Within 2 weeks after Development Contact 4
*S ales Leader will receive a Welcome to Sales Leadership packet that includes D1 and D2 booklets.
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Development Contact 2
Gaining Momentum with your Team Suggested Timing
*S ales Leader will receive a Unit Leader Kit that includes D3 and D4 booklets.
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5 Winning Behaviors:
Sell Avon Products: Use them, Love them, Share them When you maximize the use of personal product recommendations, it can lead to higher personal and team sales.
Increase your team’s productivity by: • Finding new Customers • Increasing Customer average order -Selling innovative products -Demonstrating product use -Sharing your belief in the products What are you going to do to increase your personal sales?
What are you going to do to increase your team’s sales?
Use this exercise with your team to increase your total group sales Choose an Avon product that you really believe in.
Write down, in your own words, statements that you feel will encourage your Customers to buy the product for themselves.
Using your own Customer base as an example, let’s calculate how much more you would earn if at least half of your Customers bought this product. A
Price of product for current campaign
B
50% of total number of Customers
C
Total additional sales (A x B)
D
Potential additional Earnings (C x % Earnings)
To strengthen your team’s sales performance and to advance your title, repeat this exercise every campaign with your Downline.
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Tip:
Success in selling is contagious. If your team sees your personal sales increase, they will want to follow your example.
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From personal sales to team performance, regular reports keep you on track Performance reports are an excellent way of tracking your personal and team’s success. Use reports to recognize your Downline, highlight areas for improvement, increase your team’s average order and impact retention.
Sales Leader Earnings Statement Provides details on personal sales and 1st, 2nd and 3rd Generation Sales and Earnings
Earnings Statement Report Summary Report Sections
The Fortune in Avon is in consistent Follow-Up! Identify Representatives to follow up with from your Earnings Statement Representatives with no order Representatives just below next earnings level Representatives who just received 1st order Confirm potential Sales Leaders from Earnings Statement
Description
Campaign summary
Summary of performance and earnings against Leadership qualifiers
Campaign summary results by generations
Summary of performance from 1st, 2nd and 3rd generations
Potential earnings for future payment
Performance per Downline from current campaign
Earnings released this campaign
Performance per Downline from previous campaign, less unpaid sales
Earnings held from prior campaign
Unpaid sales performance
Sales Leader qualifications
List of qualified Sales Leaders from the team
Additional information about Downlines
Purchase and payment history of Downlines
Become an eRepresentative and take advantage of Downline Manager to access reports and much more. 20
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Your winning strategy Your actions beginning today can make a big difference to your success. Prioritize your tasks using the following important activities: Within 48 Hours
Call Representatives with no orders or just below next earnings level E xpand or create your “Who Do You Know” List Call new Representatives who just received 1st order and confirm next contact
Manage your time well: it’s the key to achieving your target title and earnings Month __________ Sunday
Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Call potential Sales Leaders from Earnings Statement
Priority Actions
Prospect at least 3 new people every day Appoint at least 3 new Representatives per campaign Conduct Training Contact 2 with your Representatives Follow up with active Representatives to encourage repeat orders Develop at least 1 new Sales Leader candidate per campaign Conduct Training Contact 3 with Upline observing Sign up to be an eRepresentative Complete the BOK Courses Sharing the Opportunity and Connecting with Others.
Check each box as you complete each task.
Remember, your success with Avon is in consistent follow-up!
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Circulate brochures Submit Order • Deliver Orders • Prospecting
Appointments Training Contacts • Development Contacts • Sales Meetings
Opportunity Meetings PATD Observations • Review/Leadership Reports • Follow Up/Call Representatives • BOK Courses
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•
•
•
•
•
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Mark your calendar! You’re ready to move on to the next step in Sales Leadership.
Key Dates & Information Training Contact 2 Field Observation: Date: ________________ Place: ______________________ Time: ____________
Training Contact: ______ Date: ________________ Place: ______________________ Time: ____________
Development Contact 3: Date: ________________ Place: ______________________ Time: ____________
Sales Meeting: Date: ________________ Place: ______________________ Time: ____________
Leadership Staff Meeting: Date: ________________ Place: ______________________ Time: ____________
Avon Opportunity Meeting: Date: ________________ Place: ______________________ Time: ____________
The Beauty of Knowledge Courses: Sharing the Opportunity Date completed: __________________________ Connecting with Others Date completed: __________________________ In the meantime, you can always call me _____________________________ your Upline/District Sales Manager at (_____) ______ - ________________ National Sales Leadership Hotline: 1-800-468-4600 February 2011 Development Contact 2 (D2)
BAR CODE Avon Products, Inc. 79551-9